Like most people, I hate the process of buying a car. Too often I have experienced the high-pressure, "what will it take to get you into a car today" games that dealers play.
Today I bought a car and the broker did not do any selling. Instead, he let me buy. Here are the 4 keys that led to this person making a sale:
1. He was referred to me. A good friend of mine referred me to this broker. He had immediate credibility and did not have to prove to me why I should consider buying from him. Within the first 3 minutes of talking to him, I knew he was the guy.
2. He let me talk. Instead of droning on about how good he is and what great deals he had, he just let me talk about my needs. After all, this transaction was all about me, not him.
3. He asked great questions. He asked some good questions and then he hit me with an extraordinary question. "Chris, can I share with you the questions you didn't ask, but should have?" Brilliant!!
4. He didn't need the business. He told me he would like my business, but wanted to make sure it was a good deal for me. It seemed the more he kept me at arms length, the more I was determined to buy. My guess he has a great pipeline of prospects and customers.
This person got the sale by not selling. How does this compare to what your sales force is doing?
wow,
can't get any more powerful than that
Posted by: tony | May 21, 2009 at 06:34 AM